Key Account Manager / Enterprise

🪐 Discover our galaxy Join the Future of Work ! Malt is Europe's leading freelance marketplace, connecting over 850,000 talented freelancers with 90,000+ companies. Founded in 2013, we're transforming how work gets done through our tech-powered, human-centered platform. What makes us different: A diverse team of 600 Malters across 6 European countries A culture that champions equality (50% of our Comex are women) and inclusive growth Backed by top investors including ISAI, Serena Capital, Eurazeo Growth, Goldman Sachs, and BPI A mission to give everyone the freedom to work differently Ready to help shape the future of work? Your next chapter starts here! 🪐 At Malt we believe that Ambition is the Way, so all lists of missions and responsibilities are non-exhaustive. Explore your future career 🔭 As part of the Global Account Management Team, you will join the Global Account Management team. This area plays a central role in Malt's plan to accelerate our growth. Ensure the local deployment, adoption, and growth of global enterprise accounts within Spain. Our results in Spain over the last four years speak for themselves: 💶 7x growth in business volume, reaching €40M, driven by 49 consecutive months of YoY growth. 🔄 Shift from 70% SMB to a 95% corporate-focused business, working with IBEX 35 companies and dozens of Spanish and international multinationals. 👥 Building a spanish community of 70,000+ freelancers, that grows organically by +1,000 new professionals every month. 🏆 Developing a strong and recognized brand locally, able to compete head-to-head with traditional large players. Life on planet Malt is the perfect space to thrive personally and professionally 💫 🤝 Onboarding: Before easing into your new role, you’ll spend your first week learning about our culture, products, and services with other onboardees at our office in Paris. 💻 Remote work: Hybrid remote policy - 3 days office / 2 days home-office. 🏖️ Annual leave: 30 days/year. 📆 Sabbatical: 1 month paid sabbatical once you've been with Malt for 3 years. 📈 Stock options: Every Malter is entitled to stock options. 🩺 Private health insurance: Rewarded for healthy living. 🚊 Season ticket loan: Save on public transport. 💸 Pension: Malt contributes 5% through Aviva. 📚 Free books: If you’re interested in learning more about any topic relevant to your career, just tell us the books you’d like to read, and we’ll order them for you—without any questions asked or approval processes to follow. Ready? Get your ticket to Malt 🪐 At Malt, we are committed to fostering an inclusive and diverse workplace. We recruit based on skills, experience, and potential, without any form of discrimination related to age, gender, sexual orientation, ethnicity, religion, or disability. Our mission is to create a work environment where everyone feels valued, respected, and safe to thrive. Your profile may be subject to background screening. For more information see our candidate privacy policy. • Strategic Account Orchestration: transform existing framework agreements (MSAs) into deep-rooted partnerships by mapping and deploying Malt across complex internal subsidiaries and subsidiaries. • Executive Governance: act as a strategic advisor to C-Level stakeholders (Procurement, HR, and BU Leads), leading high-impact Quarterly Business Reviews (QBRs) to demonstrate ROI and value delivery. • Revenue Growth & Contract Ownership: drive total signed revenue through high-value renewals and new expansion projects, owning the national contract from parent to child accounts. • Strategic Hunting & Expansion: conduct structured prospection inside the accounts to open new business lines and activate "warmer" territories with high growth potential. • Advanced Methodology (MEDDIC): apply the MEDDIC framework systematically to qualify complex opportunities, identify "Champions" and navigate intricate corporate hierarchies. • Operational Leadership: coordinate cross-functionally with ClientOps, Finance, and Management to meet operational commitments and ensure seamless service delivery. • Relationship Management: identify and engage senior decision-makers and Economic Buyers across various internal teams to ensure Malt's long-term success. • Senior Strategic Background: you bring over 5 years of significant experience in B2B commercial roles, specifically within Consulting, SaaS, or IT Services, handling multi-million euro portfolios. • Strategic Acumen & Consultancy Mindset: you possess a "growth mindset" and deep business insight—sharpened in a consultancy environment—to shape long-term account planning and demonstrate clear ROI through expert-level executive pitching. • Methodology Mastery: you demonstrate expert-level discipline in sales frameworks (like MEDDIC) and have a proven track record of navigating complex corporate DNA and power maps. • Relationship-Driven & Client-Centric: you bring a passionate approach to understanding client needs in depth, enjoying the challenge of developing…